If you send offers for a living, you already know the problem. The offer is rarely read in the same moment, or by the same person, you expected. It gets opened quickly, forwarded internally, skimmed, then someone forms an opinion before you get a chance to explain anything.

A short face camera video solves that. Not because video is magical, but because it gives context and intent in a way a document cannot.

This is a practical guide for doing it well, without turning it into a marketing performance.

What the video is for

Your video has three jobs.

First, it gives context for people who were not in the meeting. In most deals, at least one stakeholder will see the offer without having heard the background. If you do not provide context, they invent it.

Second, it explains the offer at the right level. The document carries the details. The video should highlight what matters, scope, delivery approach, commercial logic, and the decision points.

Third, it makes the next step obvious. If you do not state the next step clearly, you will get the classic slow death of “thanks, we’ll review”, followed by silence.

What the video is not, a full pitch, a demo, or you reading the offer line by line. If you feel tempted to do that, it is usually a sign that the offer itself is too hard to understand.

Keep the recording simple

You do not need production value. You need basic credibility.

Audio is the main one. A slightly blurry camera is fine, bad audio makes you sound unprepared. Use earbuds or a simple mic if you have one, and avoid echoey rooms.

Put the camera at eye level, light your face from the front, keep the background calm, and speak a bit slower than you normally would, especially if your buyer is not a native English speaker.

Do one take, maybe two. If you do five takes, you will start sounding rehearsed, and the whole point of the video is to feel human.

The structure that works every time

A good 1 to 5 minute offer video is basically four short blocks. You can learn this once and reuse it for years.

1) Context, 20 to 40 seconds
Assume a stranger will watch this. Not literally a stranger, but procurement, finance, the sponsor’s boss, someone who was not in your meetings.

Say what triggered the offer, what outcome they want, and the one constraint that matters most.

Example: “Thanks again for the discussion. This offer is based on your goal to roll this out across two markets before Q2, and to simplify how offers and follow ups are handled so the team is not chasing versions and missing material.”

That is enough. No company history.

2) What’s included, 60 to 120 seconds
Explain the offer in headlines, not in line items. Keep it practical:

what is included
what is not included, if that could be assumed
how delivery happens, the first steps and the rough timeline
any assumptions that affect scope or price

The best way to mess this up is to over explain. Your offer document already exists for detail. Your job in the video is to make the document easier to digest.

3) The decision points, and your recommendation, 30 to 60 seconds
If you have options, pick a default. Always.

Do not present options like a restaurant menu. Tell them which option fits their situation and why. Buyers are not annoyed by recommendations, they are relieved by them.

Example: “There are two options here. Option A is the smaller start, good if you only want to test with one team. Option B is the recommended rollout, it gets you to a consistent way of working across both markets faster. Based on what you described, I recommend Option B.”

4) Next step, 20 to 40 seconds
Make it concrete. Either a decision, or a short call with the right people.

Example: “If this looks right, reply with the option you want and I’ll send the final version for signature.”
Or: “If procurement wants to review terms, let’s do a 20 minute call with them, I can do Tuesday 10:00 or Wednesday 14:00.”

“Let me know” is not a next step.

Put the video first, then the content, in one place

Here is the practical part many teams miss. Your video should not be a random file in one email, and the offer a separate attachment, and the case study a third thing, and pricing somewhere else. That creates friction for the buyer, and it creates chaos internally when it gets forwarded.

A cleaner approach is to send one package where the video greeting is the first thing they see, and the offer and supporting material comes right after it. In Salesframe, you can do exactly that, video greeting first, content second, in the same shared link package.

This matters for two reasons.

One, you control the order. People watch the short video, then they open the offer with the right context in mind.

Two, you can track the content engagement. Not in a creepy way, but in a useful way. You can see what was opened, what was ignored, and whether the offer was even looked at. That helps you follow up like a professional instead of guessing.

If they watched the video but never opened the offer, your follow up is simple, “Did you want me to clarify anything before you dive into the document?”
If they opened the offer but nothing else, you know where they are in the process.
If the package got forwarded and suddenly multiple pieces were opened, you know the deal is being discussed internally.

The point is not to stalk. The point is to stop doing blind follow ups.

Bring colleagues into the video, if delivery involves real people

If what you are selling includes delivery, onboarding, implementation, consulting, support, introduce the person who will actually be involved. This is one of the easiest ways to differentiate, because most competitors keep everything at “sales voice only”.

Keep it short. One colleague is usually enough, two only if the project is complex. Give them 15 to 30 seconds and one topic.

A good colleague cameo sounds like this: “Hi, I’m Nina, I’ll run the kickoff and rollout. Week one is alignment and setup, then training, then we move into adoption. You’ll have a clear plan and a weekly checkpoint from the start.”

This does something important. It lets you speak to stakeholders you might never meet. When the offer gets forwarded internally, the delivery expert has already addressed the silent question everyone has, “Will this actually work when we start?”

A final rule that keeps you out of trouble

Do not oversell in the video. Be clear, be specific, and say what happens next. If you do that, your video becomes a practical tool in the buying process, not “marketing content”.

Record it, place it first, attach the offer and the supporting material right after it, and use engagement signals to follow up with intent. That is the whole play.

How to record a proper video greeting to accompany an offer